University of Oulu

Shao X., Oinas-Kukkonen H. (2018) Thinking About Persuasive Technology from the Strategic Business Perspective: A Call for Research on Cost-Based Competitive Advantage. In: Ham J., Karapanos E., Morita P., Burns C. (eds) Persuasive Technology. PERSUASIVE 2018. Lecture Notes in Computer Science, vol 10809. Springer, Cham

Thinking about persuasive technology from the strategic business perspective : a call for research on cost-based competitive advantage

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Author: Shao, Xiuyan1; Oinas-Kukkonen, Harri1
Organizations: 1Oulu Advanced Research on Service and Information Systems, University of Oulu, P.O. Box 3000, 90014 Oulu, Finland
Format: article
Version: accepted version
Access: open
Online Access: PDF Full Text (PDF, 0.3 MB)
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Language: English
Published: Springer Nature, 2018
Publish Date: 2018-05-28


Persuasive system features have been extensively examined, and many of them have been shown to be effective in supporting individuals’ achieving their behavioral goals and enhancing system use. Also, companies and organizations have utilized persuasive features in their implementations successfully. However, in order to obtain competitive advantage, organizations need to not only take using persuasive features as differentiation strategy, but also to think about cost of developing persuasive systems. While the research on evaluating persuasive features is important, we argue that previous research has ignored the cost of building persuasive features. As a first step in remedying this gap in research, we present and discuss four research directions for studying cost of developing persuasive systems. This study contributes to persuasive technology field by paving the way for a new research area with highly practical implications.

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Series: Lecture notes in computer science
ISSN: 0302-9743
ISSN-E: 1611-3349
ISSN-L: 0302-9743
ISBN: 978-3-319-78978-1
ISBN Print: 978-3-319-78977-4
Volume: 10809
Pages: 3 - 15
DOI: 10.1007/978-3-319-78978-1_1
Host publication: 13th International Conference, PERSUASIVE 2018, Waterloo, ON, Canada, April 18-19, 2018, Proceedings
Host publication editor: Ham, J.
Karapanos, E.
Morita, P.
Burns, C. M.
Conference: International Conference on Persuasive Technology
Type of Publication: A4 Article in conference proceedings
Field of Science: 113 Computer and information sciences
Funding: We wish to thank the Finnish Cultural Foundation for supporting this research.
Copyright information: © Springer International Publishing AG, part of Springer Nature 2018. This is a post-peer-review, pre-copyedit version of an article published in Lecture Notes in Computer Science, vol 10809. The final authenticated version is available online at: